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Magirus UK & SolarWinds WELCOME. - Slide 2 - Agenda 10:00 – 10:15 – Welcome & Magirus Introduction 10:15 – 10:45 –Introduction to SolarWinds products.

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Presentation on theme: "Magirus UK & SolarWinds WELCOME. - Slide 2 - Agenda 10:00 – 10:15 – Welcome & Magirus Introduction 10:15 – 10:45 –Introduction to SolarWinds products."— Presentation transcript:

1 Magirus UK & SolarWinds WELCOME

2 - Slide 2 - Agenda 10:00 – 10:15 – Welcome & Magirus Introduction 10:15 – 10:45 –Introduction to SolarWinds products & services 10:45 – 11:15 – Selling & working with SolarWinds 11:15 – 11:30 –Coffee break 11:30 – 12:15 –Marketing & Support Services 12:15 – 13:00 – Product demos

3 Meet The SolarWinds Team - Slide 3 - Simon DollnerManager Distribution & Strategic Resellers John BrennanPre-Sales Engineer Emmet FlorishChannel Development Manager Richard DalyChannel Sales Manager Manjana StreyChannel Sales Rep (* German speaking) Eric BettinzoliChannel Sales Rep (* French speaking)

4 Introduction to SolarWinds Simon Dollner

5 » 1998 – SWI enters the “network tools” market with the Engineer’s Toolset » 2001 – SWI transitions from “tools” provider to “NMS” provider with ORION » Dec 2006 – SWI develops it’s first “module” (NTA) » 2007 – SWI opens global Offices in Singapore and Cork, Ireland » Publicly traded on the NYSE since May 2009 » Jan 2010 – SWI adds Storage & Virtualization Management through Tek-Tools once again transforming from “NMS” vendor to “IT Management” vendor SolarWinds Overview

6 SolarWinds Overview, continued  Strong and Rapidly Growing IT Management Company » We sell to business of all sizes from SMB to Large Enterprise » Over 95,000 customers in 170 countries » Annual Revenue of $116 M (2009); 25% YoY revenue growth (2009) » More than one million registered end-users have downloaded our free tools » More than 425 of the Fortune 500 are customers

7 Powerful Products for IT Management Network Apps Storage  SolarWinds manages »Network Devices Routers, Switches, Firewalls »Servers Physical and Virtual »Software Applications Exchange, SQL »Storage Devices SAN array, NAS, DAS  SolarWinds products »Periodically check device performance »Alert network administrators of problems »Report on overall performance »Identify and diagnose issues »Resolve network issues

8 The Enterprise NMS Challenge Buy new to address needs your current solution can’t address Hard to evaluate beyond the ‘demo’ Expensive to buy & deploy Require lots to training for staff to be effective Data is not organized intuitively Dedicated Staff Expensive maintenance Months to Deploy Expensive to Run Complex to Use Slow to Evolve Trying New Solutions is Hard - Slide 8 -

9 Powerful Products SolarWinds Orion Network Performance Monitoring Network Traffic Analysis WAN Performance IP Address Management Network Configuration Management Application Performance Monitoring - Slide 9 - Enterprise Operations Console Orion Scalability Engines

10 Datacenter Consolidation & Virtualization has reshaped IT management Server Internet Shared Storage Datacenter Consolidation & Virtualization Shift Management complexity increases Dependence on the network Networked storage growth Interdependence of network, storage, server ESX Server VM Virtual Network Internet Storage Network VM Network

11 This drives storage concerns…  Even more reliance on shared storage »How much storage do I have? »How much will I need to purchase? »What drive types am I running low on (SATA, FC, etc.)?  Monitoring of all storage network components are critical »How many IOPS are going through that LUN? »Which virtual machine (or application) will be impacted by the hotspot on host server HBA?  Capacity analysis and planning is necessary for budgeting storage »How do I get a single view of the capacity of all my storage?

12 - Slide 12 - Profiler Storage & Virtualization Mgmt.  Increase IT efficiency by driving down storage management costs and increasing management of virtualized environments.  Virtual and Server Profiler »Maps applications & logical connections to the physical infrastructure »Real-time performance monitoring »Policy based alerts »Supports server consolidation  Storage Profiler »Affordable SRM software DAS, NAS, and SAN »Storage Capacity planning »Storage performance reports

13 Profiler Strength Storage Profiler delivers agent less, multi-vendor storage performance monitoring the SolarWinds way Virtual & Server Profiler gives you a consolidated view into physical server performance, along with VMware® cluster, host, & virtual machine performance. Backup Profiler delivers a consolidated, real-time view of the status of all of the backups in your enterprise.

14 What should you remember?  Storage & Virtualization Management is a real problem for customers today  SolarWinds Profiler addresses all the key needs for customers »Multi-vendor storage visibility »Virtualization management »Mapping of servers to storage »File Analysis »Capacity Planning »Backup Monitoring  Profiler is easy to use, powerful, and affordable

15 The Data Center Challenge  What’s different about the Data Center? »Virtualization – servers & switches »Consolidation – servers & storage »Integration – network components »Unified Computing – Cisco UCS  Customer Pain Points »Visibility – unify across network, compute, applications and storage by mapping end-to-end »Solvability – identify issues in complex environments »Reporting – health, performance and capacity »Scalability– small and large environments with equal ease - Slide 15 -

16 SolarWinds in the Data Center  End-to-end visibility and control over your physical and virtual infrastructure  Compute Infrastructure »Monitor server, VMware cluster, host and VM performance  Storage »Monitor, report and forecast on your multi-vendor storage array  Data Center Network Infrastructure »Fibre Channel, Ethernet, Proprietary interconnect  Data Center Applications »Application availability and User Experience - Slide 16 -

17 Network Monitoring in the Data Center  Recommended Product: Orion Network Performance Monitor v10.1  Overview »Network availability and performance monitoring that scales with data center network growth and expands with business needs.  Data Center Benefits »Monitor, alert and report on health and performance of physical and virtual servers and infrastructure »Monitor Cisco Unified Computing System »Extends management capabilities to NetFlow traffic analysis, config management, IP address management, IP SLA monitoring

18 - Slide 18 - Product Release: Orion NPM v10.1  Launch Date – November 16, 2010  Key Message - Monitor your Data Center network with Orion NPM  Data Center Features & Benefits »Dynamic Service Groups – allow users to monitor related systems »Conditional Group Dependencies – Intelligent network alerts based on parent/child dependencies »Virtual Infrastructure Monitor – monitor virtualization from the data center to the VM to the network infrastructure »Cisco UCS Support – Manage Cisco UCS components in a single unified view »VSAN Monitoring – real time, threshold based alerting of VSAN performance  Other Cool Features »Message Center – view alerts, syslog, events, traps in a single pane of glass »Mobile Views – Android, Blackberry, iPhone »Active Directory Integration – leverage existing AD accounts and groups »LUCID Web Interface – Logical, Useable, Customizable, Interactive, and Drill-down

19 - Slide 19 - Overcoming the Virtualization Challenge  Recommended Products:  Orion NPM v10.1 »Monitor VMware servers and track performance through vCenter »Virtual Infrastructure Monitor – monitor virtualization from the data center to the VM to the network infrastructure »VSAN Monitoring – real time, threshold based alerting of VSAN performance  Virtual and Server Profiler »Capacity Analysis »Maps Virtual Machines to the physical infrastructure »Real-time performance monitoring »Policy based alerts at all levels of the virtual infrastructure »Supports server consolidation and simulated loads

20 Managing Storage in the Data Center  Recommended Product: Storage Profiler  Overview »Increase data center efficiency by driving down storage costs & increasing utilization of virtual resources with an affordable, powerful SRM solution.  Data Center Benefits »One view for all arrays »Storage capacity, usage, trending and forecasting »Comprehensive performance monitoring at all levels of the array »Capacity and performance alerting »Identify reclaimable storage - Slide 20 -

21 - Slide 21 - Monitoring Applications in the Data Center  Recommended Product: Orion Application Performance Monitor  Overview »Powerful application and server monitoring, alerting, and reporting.  Data Center Benefits »Monitor, alert and report on health of your data center applications & servers »Track apps availability across physical and virtual infrastructure »Simulate and measure user experience

22 Selling & Working with SolarWinds Simon Dollner

23 Why SolarWinds?  Products are easy to sell  Targeted to the folks you are selling to already  Short sales cycles  Obvious, out-of-the-box value to customers  High volume of transactions  Solid technology with a strong customer base

24 Customer Focus Helps Partner Sales - Slide 24 - $ - $$$ Customers Partners Powerful, affordable, easy-to-use Download, install, discover in under an hour User, tech buyer, financial buyer often the same person Low-cost entry points, upgradeable solutions Community-driven product improvements Volume sales with velocity Sales cycles measured in days Single decision maker speeds up sales cycle Initial sale drives future cycles Word of mouth groundswell leads to additional sales

25 SolarWinds Value Proposition  Takes less than an hour to install and begin using products  No professional Services required for initial value  Low entry-price points with solutions robust enough to grow with their networks  Intuitive user interfaces, graphical tools and powerful reporting  Active online community - (25,000 registered users and growing!)  See above: Customers Love Us  We monitor everything that you sell  Online demo eliminates secondary technical presentation  Full-featured software downloadable from the web site gets product in customer’s hands…and then the products sell themselves  (Unbelievably) High Download-to-Purchase conversion rates  Affordable price points often within discretionary budgets  Quick sales cycles – download to deal in < 1 day not uncommon Why Customers Love SolarWinds: Why Reseller Partners Love SolarWinds:

26 When to consider SolarWinds? When should you think SolarWinds? Anytime you hear… »Network Management »Application Management »Config Changes »Cisco devices Looking for opportunities? Ask the Network Engineers… »Do you manage Cisco or other network gear? »Are you unhappy with HP Openview, CiscoWorks, or another solution? »Do you also manage Microsoft servers or applications (Exchange, SQL Server, AD, etc.)? If yes, then… »Do you want Enterprise-class network management software without the cost, sales cycle or implementation complexity of an enterprise solution? SolarWinds is the answer. Drive the evaluation downloads, and then follow-up with quotes SolarWinds is the answer. Drive the evaluation downloads, and then follow-up with quotes » Configuration Management » Network Tools » Netflow » IPSLA

27 Licensing the products  Orion/Netflow/VoIP »Elements = Interfaces, Nodes, Volumes »Auto Discovery feature  Application Performance Monitor »# of Monitors (items to be “watched”) »An average of 8-10 monitors per server  Orion Network Configuration Manager »# of devices to be managed  Engineers Toolset »Licensed by IP address  Profiler »Licensed by number of disks

28 Upsells for More Revenue Initial customer purchase: Orion SL250 (monitors 250 elements) 2 Engineer’s Toolset Customer adds NetFlow module: NetFlow SL250 (monitors Network Flow Traffic) Customer adds APM module: APM AL250 (monitors Application and Application performance) Network grows: Orion upgrades to Orion SL500 Upgrade for NetFlow to SL500 Upgrade for APM to AL500 Orders expand rapidly as customers grow their network and monitoring needs. Wide range of Orion Modules provide opportunities for follow-on revenue in your accounts. Follow-on orders easily reach 2X-5X the initial order within the first 6-12 months

29 Sales cards have all the info you need

30 Working with SolarWinds

31 - Slide 31 - Expectations of Partners from SolarWinds Vision / Strategy Profitability Collaboration: SWI to Partner Partner to Partner Partner to Customer Collaboration: SWI to Partner Partner to Partner Partner to Customer

32 - Slide 32 - SWI Elements of Close Collaboration Industry Relevant / Feature Rich / Quick ROI Community Validated Closed-loop Partner Feedback Solutions Sales / Technical Training Sales / Marketing Tools Industry Expertise Enablement Demand Generation / Lead Share Marketing Development Funds (MDF) Dedicated SWI Engineering Resources by Product Engagement Timeframes are everything Highest discounts through deal disclosure/discovery Incentives

33 Modify This Footer: View -> Header & Footer - Slide 33 - Channel Sales Governance ConsistencyClarityOpenness Profitability Adopted Worldwide, Executed by Theatre Key Pillars

34 - Slide 34 - Market through the SWI lens  Market contraction = Significant Opportunity  Market expansion = Significant Opportunity »Customer Immediate ROI Immediate tangible cost savings and optimized infrastructure impact. »Own your Destiny Improve Product Mix / Services around Optimization  SolarWinds Install base represents a Massive Opportunity  Toolsets continues to be a Trojan Horse into New Accounts

35 The SolarWinds Order to Invoice Process Partner receives order from End Customer(including SW Number if an existing customer) Partner submits order to SolarWinds with all required end customer detailsSolarWinds processes order within 24-48 hours if all details are correctSolarWinds fulfills order in up to 3 business days if all details are correct SolarWinds invoices order within 24-48 hours if all details are correctSolarWinds receives payment from partner within 30 days

36 Placing an Order FULL BILL TO ADDRESS of resellerPartner SolarWinds IDVAT Number (if within the EU) Accounts Payable Contact Person (incl. e-mail address, phone number) Data Collection Check List Reseller Information Required

37 Placing an Order Information required for ALL END USERS Full Company Name Full Ship to Address of End User (including Postcode and country as required fields) NO P.O Box numbers End User SolarWinds Customer ID (if available) Technical End user Contact Person (incl. email address and phone number) Maintenance Renewal Quote Number for Maintenance Orders  END USER INFORMATION CHECK-LIST

38 Renewal Quotes When Distributors/Resellers are sending in Purchase Orders for renewals, orders must state the maintenance renewal quote number that was sent on the renewal. This allows us, SolarWinds to locate the renewal quote and convert it to a maintenance sale, therefore stopping the automated renewal reminder notifications that are sent to the end user

39 Marketing – The SolarWinds Way

40 - Slide 40 - SolarWinds marketing  Strong email and community Marketing: » » »Geek Speak  Events: »Cisco Developer Conference »Partner Events »Key shows  All drive trial downloads and products evaluations. - Slide 40 -

41 SolarWinds Confidential - Slide 41 - Partner Tools: What’s available to you right now?  Sales and Technical training »Videos »Sales cards »Presentations  Current end-user price list  Demo License (NFR) application  Branding, logos, box shots, screenshots  What’s New section for up-to-date information SolarWinds Confidential - Slide 41 - Your Partner Portal is Rich in Information

42 Make the most of sales cards

43 Marketing Development Funds  Joint marketing funds are available for select SolarWinds Partners to drive sales of SolarWinds products by providing co-funding for demand generation activities.  Up to 50% funding from SolarWinds, 50% from Channel Partners  All funds subjected to approval of the marketing plan on a case by case basis.  Contact your distributor to see if you qualify for MDF funded activity

44 What can we do together?  Co-hosted online training webinars / physical training sessions  Joint Marketing Activities  Co-branded emails, case studies  Brochures, giveaways, Eval CDs  MDF Funds available on cost-sharing basis  Incentives  Any suggestions ? - Slide 44 -

45 Support Services - Slide 45 -

46 How to contact support  Online »\support\\support\ticket  Phone »7am –6 pm Austin »7am –1 am Cork »7am –4 am Singapore  Online Forum » Orion NPM Sales Bootcamp - Slide 46 -

47 Partners Contacting Support Partners should contact Support with same methods as outlined in previous slide. When Logging a ticket the following should be entered.  Customer SW # (DO NOT ENTER RESELLER #)  Customer contact Details.  Full description of Details of issue including diagnostics and screen shots and any relevant Logs.  Any steps you have taken to try and resolve already.  Reseller Contact Details In Body of ticket (Only needed if you need to be contacted on the ticket updates). Note*** Including all the above information will greatly assist the Support Engineer in resolving your ticket more efficiently. Orion NPM Sales Bootcamp - Slide 47 -

48 What do we support  All SolarWinds products where customer has maintenance that is current and valid »Orion and all modules »Orion NCM »Engineer’s ToolSet »ipMonitor »LANSurveyor »Profiler Products (Cork + USA offices)  See supported product link for current list » Orion NPM Sales Bootcamp - Slide 48 -

49 Who does what Orion NPM Sales Bootcamp - Slide 49 - Support  Support questions on all post sales SolarWinds products Customer Service  Licensing questions  License resets  Account related questions Sales Engineer All Pre-sales questions

50 SolarWinds Certified Professional

51 Overview Benefits  Validate Skills in Network Management  Highlight Skills with SolarWinds Products  Improve Marketability as a network professional Core Objectives  Network Management Fundamentals  Network Management Planning  Network Management Operations  Network Fault and Performance troubleshooting - Slide 51 -

52 Value of Certification to the Organisation  A certified work force can improve the performance and efficiency of teams  Having certified network engineers on staff creates confidence in the capabilities of the team.  An SCP’s skill set has been formally validated through the certification process, ensuring they have the knowledge required to manage their networks using Orion NPM.  IT certifications have a direct impact on organizational value Some Gratuitous Statistics to back this up!  Sys Admin teams with high concentrations of certified staff had about 20% more of the corporate servers centrally managed, increasing efficiency and reliability  For each new team member certified, team performance increases every time  A team’s skill level is directly correlated to how an organization performs in several key IT functional areas  66 percent of managers believe that certifications improve the level of service and support offered to IT end users and customers - Slide 52 -

53 Benefits of Certification to the individual  Credibility »Get credit for the expertise you’ve already gained  Career Advancement »Demonstrate your network management expertise with an industry-recognized certification that helps you stand out from the crowd »Search jobsites for “SCP required” if you need proof!  Recognition and Job Security »Show your employer that you are an expert in your field and indispensable to the IT department …  Increase your Earning Potential »As with all certifications, try to negotiate better compensation with SCP on your CV - Slide 53 -

54 How Do I get Certified? - Slide 54 -

55 Resources  »Education Videos »Webcasts »Product Downloads »Product Manuals  »User Forums »Content Exchange »Geek Speak blog  - Slide 55 -

56 Orion NPM v10.1

57 NPM 10.1 – What’s new Modify This Footer: View -> Header & Footer - Slide 57 -

58 Cisco UCS Support  What is Cisco Unified Computing System? »Cisco Unified Computing System is a next-generation data center platform that unites computing, network, storage access, and virtualization into a cohesive system designed to reduce total cost of ownership (TCO) and increase business agility.  Where Does Orion NPM fit in? »Dynamically maintain the logical relationships from operating system through virtual guest and host to the Cisco UCS blade and chassis »View the status of the UCS chassis hardware, such as fans and PSU’s Modify This Footer: View -> Header & Footer - Slide 58 -

59 NPM 10.1 – What’s new continued… Modify This Footer: View -> Header & Footer - Slide 59 -

60 Virtualization – Orion NPM or Profiler? Modify This Footer: View -> Header & Footer - Slide 60 -  Both Orion NPM and Virtual and Server Profiler have Virtualization monitoring capabilities – what’s the difference? »Profiler has several advanced features which NPM does not Capacity Planning – how many more VMs can I add? Physical to Virtual (P2V) Simulator End to End mapping »Do you use Storage Area Networks (SANs) in your Virtual Environment? Yes > Profiler, Profiler, Profiler !!! No > Profiler is still better but NPM will also do just fine »KISS (Keep it simple stupid) – don’t introduce another product when it’s not needed.

61 NPM 10.1 – Important info Modify This Footer: View -> Header & Footer - Slide 61 -  New Training view »Links to 30 training videos directly in NPM  Other important info »Gen 2 Licensing – License extensions don’t require a re-install »GA 16/11 »SE’s can demo it right now, but only if a new feature is needed to close a deal. »Online demo will be updated prior to GA Date.

62 Extending SolarWinds Solutions

63 - Slide 63 - Orion Network Configuration Manager (NCM)  Overview »Easy-to-use network configuration and change management that can be used standalone or integrated with Orion NPM  Top Features »Orion NPM Integration »Configuration Backup Scheduler »Real-Time Change Notifications »Bulk Change Management »Multi-vendor Device Support »Policy Violation Detection »Community Content Library »Global Config Search

64 - Slide 64 - Orion NetFlow Traffic Analyzer Module  Overview »Visibility into network traffic behavior and trends »Identify which users and applications are consuming the most bandwidth  Top Features »Traffic Analysis Dashboard »Traffic Forensics »Progressive Charting »CBQoS Performance Views »Multi-vendor Device Support

65 - Slide 65 - Orion IP SLA Manager Module  Overview »Identify site-specific or WAN-related network performance issues from the perspective of each of your remote sites.  Top Features »WAN Performance Dashboard »Automatic IP SLA Setup »Advanced VoIP Monitoring »Broad IP SLA Operation Support »Alerts, Reports, and Events »Enterprise Scalability

66 - Slide 66 - Orion IP Address Management Module  Overview »Gain detailed visibility into IP address space usage.  Top Features »Scheduled Scanning »Preventative Alerting »DHCP Server Integration »Subnet & Scope Snapshots »Free Unlimited IP Scanning »Subnet Allocation Wizard »Detailed Event Recording

67 Orion Application Performance Monitor Module  Overview »Powerful monitoring, alerting, and reporting capabilities for applications and servers  Top Features »Application Dashboards »Community Content Sync »User-Experience Monitors »Dynamic Templates »Application Discovery Engine »Open Source Script Processor »Performance Warning System »Universal WMI Performance Monitors

68 Orion Enterprise Operations Console (EOC)  Overview »Orion EOC provides a consolidated command center to monitor geographically distributed networks ranging between hundreds of elements to over one million elements using remote Orion servers.  Top Features »Point-and-Click Setup »WAN-Optimized Architecture »Consolidated Orion console »MSP-Friendly Architecture »Global Top 10 »Seamless Orion Server Integration

69 Introduction to SolarWinds Profiler

70 Storage Profiler  Overview »Agentless, multi-vendor storage performance monitoring.  Use cases »Server consolidation »Multi-vendor storage environment »Using spreadsheets to track growth  Benefits »Capacity utilization and forecasting »Supports storage tiers to optimize costs »Data classification / file analysis

71 - Slide 71 - Virtual and Server Profiler  Overview »End-to-End Visibility & Control Over Your Virtual & Physical Infrastructure  Use cases »Stop VM sprawl »Host and VM utilization at a glance »Storage consumption by server  Benefits »File analysis of vmdk’s and others »Advanced capacity analysis engine »Identify virtualization candidates

72 Profiler provides you  Detailed reporting of ALL networked storage  Trend analysis of storage consumption  Monitoring of all storage network components »SAN »NAS »FC Switches »HBA  Capacity planning  Data Classification/File Analysis  End-To-End Visibility

73 What should you remember?  Virtualization drives increased storage  Most environments are multi-vendor storage, current tools are limited to a specific array vendor or array series.  You need the tools to see storage gaps  SolarWinds Profiler provides the best solution in terms of value and scalability.

74 How to Sell SolarWinds Profiler

75 Storage Management – The Opportunity More Storage from More Vendors + Data center consolidation & virtualization = Exponential Complexity to Manage

76 Profiler Strength Storage Profiler delivers agent less, multi-vendor storage performance monitoring the SolarWinds way Virtual & Server Profiler gives you a consolidated view into physical server performance, along with VMware® cluster, host, & virtual machine performance. Backup Profiler delivers a consolidated, real-time view of the status of all of the backups in your enterprise.

77 Tiered Licensing Profiler Storage Profiler Server and Virtual Profiler Backup Profiler FC Switch

78 Customer Qualification Questions  Storage devices from multiple vendors? »Would you like to be able to monitor storage capacity and utilization across all your multi-vendor storage devices?  Has or is considering virtualization? »Do you have a need to see end-to-end data mapping from server to the array disks?  Do you need a tool to help with your capacity planning initiatives for your entire storage environment?  Interested in performing file analysis or data classification? »See how storage is being used – and by whom?

79 What should you remember?  Storage & Virtualization Management is a real problem for customers today  SolarWinds Profiler addresses all the key needs for customers »Multi-vendor storage visibility »Virtualization management »Mapping of servers to storage »File Analysis »Capacity Planning »Backup Monitoring  Profiler is easy to use, powerful, and affordable

80 Ask the “EXPERTS”: SWI Q&A

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